1:25 Deliverables
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Apr 3, 2024
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1/25 Deliverables Experts: Mark Martin:
Business Email: MDMartin@HL.com
Head of Pharma Services at Houlihan Lokey
Found his name and contact in a Pharma Commercialization Industry update David H. Crean:
Business Email: david.crean@cardiffadvisory.com
Sits on the Board of Directors for Histogen, Inc. (Nasdaq: HSTO) as Lead Independent Director, Independent Board Member for Paracrine Inc. and Almon Therapeutics, on the Executive Committee and Board for California Life Sciences
(CLS), and BIOCOM California’s Board of Governors as Chair of Capital Development
His LinkedIn profile says “
I guide business leaders through strategic decisions, securing the best investment / financial opportunities, and driving growth”
John MacDonald:
Business email: john.macdonald@iconplc.com
Vice President, Venture and Financial Alliances at ICON plc
30 years in the Pharmaceutical and CRO industries
Current role at ICON plc consists of Leading a team of Global Account Directors with responsibility for establishing and growing ICON's strategic partnerships, both in mid-
size and large Pharma, as well as with more virtual VC and PE-backed development entities
Manages Limited Partner relationships with various VC & PE funds
Laura Hopper:
Business Email: laura.hopper@propharmagroup.com
President of Pharmacovigilance at ProPharma Group, the world’s largest research consulting organization
Responsible for leading the strategic management, planning, and execution of the Pharmacovigilance and Drug Safety function within the organization
Questions:
How will decentralization significantly reduce the burden on patients, and therefore improve retention and reduce the trial’s overall cost?
What are the essential roles during the early stages of a Pharmacovigilance organization, and why?
How would a CRO handle adverse effects occurring in a drug?
There has been a record number of M&A deals the past few years due to service providers looking to expand their capabilities, how do you see this trend going forward with more drugs being developed?
Follow up^: Do you see the number of M&A deals plateauing sometime in the future? If so, why?
Email template: Hi Laura,
I came across ProPharma Group during my research on the Pharmacovigilance space and thought I'd reach out. Reading about how ProPharma’s
RCO
model helps de-risk programs and create tailored solutions to maximize probability of success really stood out to me, which is why I am reaching out to you today.
I founded Cedrus Fund to become an entrepreneur after graduating from Harvard Business School. I'm looking to buy a $5-50 million revenue business to run it myself for the years to come. Unlike private equity, I'm not building a portfolio instead I just want to be in a long-term business and work with the employees to grow it together.
I am really curious to learn more about ProPharma and your journey there. I'd love to have a conversation with you if you have some free time tomorrow or after tomorrow?
Best,
Adnan
Hi John,
I came across ICON plc during my research on the decentralized &hybrid clinical trial
space and thought I'd reach out. Reading ICON’s article about using historical controls to overcome challenges in rare disease drug development really stood out to me, which is why I am reaching out to you today.
I founded Cedrus Fund to become an entrepreneur after graduating from Harvard Business School. I'm looking to buy a $5-50 million revenue business to run it myself for the years to come. Unlike private equity, I'm not building a portfolio instead I just want to be in a long-term business and work with the employees to grow it together.
I am really curious to learn more about ICON and your journey there. I'd love to have a conversation with you if you have some free time tomorrow or after tomorrow?
Best,
Adnan
Hi Mark,
I came across Houlihan Lokey’s Pharmaceutical services sector during my research on the pharmaceutical commercialization space and thought I'd reach out. Reading Houlihan Lokey’s Pharma Commercialization Winter 2022 Industry Update really stood out to me, which is why I am reaching out to you today.
I founded Cedrus Fund to become an entrepreneur after graduating from Harvard Business School. I'm looking to buy a $5-50 million revenue business to run it myself for the years to come. Unlike private equity, I'm not building a portfolio instead I just want to be in a long-term business and work with the employees to grow it together.
I am really curious to learn more about Houlihan Lokey’s Pharmaceutical services sector and your journey there. I'd love to have a conversation with you if you have some free time tomorrow or after tomorrow?
Best,
Adnan
Hi David,
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I came across Cardiff Advisory LLC during my research on the decentralized &hybrid
clinical trial space and thought I'd reach out. Reading about how you are on the Board of Directors for many healthcare companies and also being an investor stood out to me, which is why I am reaching out to you today.
I founded Cedrus Fund to become an entrepreneur after graduating from Harvard Business School. I'm looking to buy a $5-50 million revenue business to run it myself for the years to come. Unlike private equity, I'm not building a portfolio instead I just want to be in a long-term business and work with the employees to grow it together.
I am really curious to learn more about Cardiff Advisory and your journey there. I'd love to have a conversation with you if you have some free time tomorrow or after tomorrow?
Best,
Adnan
Kundana
Industry Experts:
1.
Dr. Christophe Berthoux (Specialized Email)
1.
Company: NAMSA
2.
Title: CEO
3.
Notes: NAMSA is a global CRO specializing in medical device testing, guidance,
and support. They offer services ranging from preclinical trials to post-market surveillance.
1.
In 2021, NAMSA released a letter of intent to acquire Å
KRN Scientific Consulting. This release featured a testimonial from Dr. Christophe Berthoux.
4.
Email: cberthoux@namsa.com
2.
Anne O’Brien (General Email)
1.
Company: MCRA
2.
Title: Director, Market Research and Assessments
3.
Notes: This individual has expertise in conducting research for medical device companies. They have worked at Centinel Spine and NERA Economic Consulting.
1.
Reaching out to them would be beneficial because they have insight into industry trends
4.
Email: aobrien@mcra.com
3.
Edo Houten (Specialized Email)
1.
Company: Avania
2.
Title: Chief Financial Officer
3.
Notes: In 2021, Avania acquired IMARC, a medical device CRO.
4.
Email: edo.vanhouten@avaniaclinical.com
4.
Kevin Brady (General Email)
1.
Company: Medpace
2.
Title: Chief Financial Officer
3.
Notes: Medpace acquired MediTech Strategic Consultants B.V., which is a European medical device CRO based in the Netherlands.
4.
Email: k.brady@medpace.com
5.
Denis Ribon (General Email)
1.
Company: Archimed
2.
Title: Chairman
3.
Notes: Archimed is a private equity fund that acquired a majority stake in NAMSA two years ago.
4.
Email: denis.ribon@archimed-group.eu
6.
Christian Wolfehner (General Email)
1.
Company: CW Research & Management
2.
Title: General Manager
3.
Notes: This is a German company with expertise in the medical device CRO Industry
4.
Email: wolflehner@cw-rm.com
7.
Jan Van Lochem (General Email)
1.
Company: QServe Group
2.
Title: CEO
3.
Notes: QServe Group is a fully-integrated medical device CRO.
4.
Email: jan.lochem@qservegroup.com
8.
Chris Trizna (General Email)
1.
Company: CSSi LifeSciences
2.
Title: President
3.
Notes: CSSi LifeSciences has a robust medical device services segment.
4.
Email: ctrizna@cssienroll.com
Questions:
1.
General Questions
1.
How do you see the medical device CRO industry developing? Are there key indicators that illustrate this?
2.
How often do you see consolidation across this industry? What factors are targets evaluated against?
1.
How fragmented are services in each segment, such as patient recruitment?
2.
Which therapeutic segment is projected to grow substantially?
3.
Do you see any upcoming threats and challenges to this industry? If so, what are they and why?
4.
Are you aware of any innovative trends, apart from AI and machine learning capabilities, that could disrupt the industry?
5.
Where do you see the industry 10-15 years from now? Are there any segments/services that will become obsolete? If so, why?
6.
How does this CRO industry differ across different regions of the world?
2.
Company/Investor Specific Questions
1.
What has been your experience acquiring medical device CROs at your company?
What made it an appealing investment?
2.
What has been your experience working in this CRO industry? How has this developed over time?
Email Templates:
General Email Template:
Dear [First Name],
My name is Kundana, and I am a student at the University of North Carolina at Chapel Hill, researching the medical device CRO industry for my search fund internship. This sector seems to
be a growing field, and I want to better understand the nuances and various investment opportunities involved by speaking to industry experts. I would appreciate it if I could take 15 minutes of your time to ask a few questions about your thoughts and experiences in this space. I am available Monday through Thursday from 10-1 PM ET and Friday from 1-5 PM ET.
Sincerely,
Kundana
[Email Signature]
Specialized Email Template:
Dear [Expert’s Name],
My name is Kundana, and I am a sophomore at the University of North Carolina at Chapel Hill conducting research about the medical device CRO industry for my search fund internship. I recently came across your company through [platform] and was impressed by the company’s [unique qualities/opportunities/trends].
This [add what this refers to; this could be a specific trend, opportunity, or the industry itself] seems to be [describe what it is], and I want to better understand the nuances involved by speaking to industry experts. I would appreciate it if I could take 15 minutes of your time to ask a
few questions about your thoughts and experiences in this space. I am available Monday through Thursday from 10-1 PM ET and Friday from 1-5 PM ET.
Sincerely,
Kundana Golla
[Email Signature]
Personalized/Specialized Email Examples:
Dear Dr. Christophe,
My name is Kundana, and I am a sophomore at the University of North Carolina at Chapel Hill, researching the medical device CRO industry for my search fund internship. I recently came
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across your company’s acquisition of ÅKRN Scientific Consulting and was interested in the criteria used to determine its purchase.
These investments seem to be growing in the medical device CRO space, and I want to better understand the nuances involved by talking to industry experts. I would appreciate it if I could take 15 minutes of your time to ask a few questions about your thoughts and experiences regarding this acquisition and the space as a whole. I am available Monday through Thursday from 10-1 PM ET and Friday from 1-5 PM ET.
Sincerely,
Kundana Golla
The University of North Carolina at Chapel Hill | Class of 2025
(919) 454 – 4738 | kgolla2@unc.edu
Dear Edo,
My name is Kundana, and I am a sophomore at the University of North Carolina at Chapel Hill, researching the medical device CRO industry for my search fund internship. I recently came across your company’s acquisition of IMARC through Business Wire and was curious about the targets used to evaluate this company.
Acquisitions seem to be a growing occurrence in the medical device CRO space, and I want to better understand the nuances involved by speaking to industry experts. I would appreciate it if I could take 15 minutes of your time to ask a few questions about your thoughts and experiences regarding this phenomenon and the space as a whole. I am available Monday through Thursday from 10-1 PM ET and Friday from 1-5 PM ET.
Sincerely,
Kundana Golla
The University of North Carolina at Chapel Hill | Class of 2025
(919) 454 – 4738 | kgolla2@unc.edu